Both ways will work. A typical fair consignment is 20% in my area. If you want to wholesale it then price down and let them mark up to whatever they want, but typically you would share with them what your retail price is and what the market is bearing. I do not want re-sellers under selling me so I will ask them to keep their price at least in line with my price at the farm if I am wholesaling. I like setting a wholesale price (15-20% less than my retail) and selling it to them. That way the money is in your pocket up front and the syrup is theirs and any risk of loss with it. Just one note, if you sell more than 50% of your sells through stores and not directly to consumers you are required to register with the FDA. I wholesale out a small percentage of mine. It get's me more exposure and makes it available to a market when I am not around, but I want to get full sale price out of most of mine. Placing it is mostly as a marketing tool.